| Group | Points | Grade |
|---|---|---|
| A | 0 | 20 |
| B | 0 | 20 |
| C | 0 | 20 |
Session 1
8 September, 2025
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The purpose of the virtual meetings is to answer questions and not to make a summary of the study material.
This presentation is based on (Lewicki et al., 2024, Chapter 7)
Purpose
Why the Midterm Exams are simulations and in group?
The negotiation of conflicts is generated between individuals or groups and one way of learning is precisely by negotiating with other people.
It is not effective to learn individually and only theoretically.
It is as if a person learned theoretically to play football and without ever playing in a team. Most likely, that person will not perform well in a real match.
Before taking part, students should review the instructions of the Midterm Exam that can be checked at:
Also check out in the Links of interest the videos1
Before the Midterm Exam begins each student of the group, that has been formed, will be randomly assigned to one and only one role as a negotiator of an organization. If there is a group of 4 students, then a role will be played by 2 students. The respective roles are:
The objective of the negotiation is to obtain the highest number of points and determine how they will be divided. This will be reflected in the grade obtained by each student.
| Group | Points | Grade |
|---|---|---|
| A | 0 | 20 |
| B | 0 | 20 |
| C | 0 | 20 |
If an agreement is reached, it can be obtained between 2 or 3 Groups:
Possible agreements:
Case 1: A and B decide to reach an agreement to work together, they obtain 118 points and must decide how to distribute these points. However, C will be excluded.
Case 2: A and C decide to reach an agreement to work together, they obtain 84 points and must decide how to distribute these points. However, B will be excluded.
Case 3: B and C decide to reach an agreement to work together, they obtain 50 points and must decide how to distribute these points. However, A will be excluded.
Case 4: A, B and C decide to reach an agreement to work together, they obtain 121 points and must decide how to distribute these points. Nobody is excluded.
Grades
Case 1: A and B work together but C is excluded.
Case 2: A and C work together but B is excluded.
Grades
Case 3: B and C work together but A is excluded.
Case 4: A, B and C work together so nobody is excluded.
Before, during and after the Midterm Exam remember:
Before
During
Before, during and after the Midterm Exam remember:
After
Definition 1 (Fair game) A game that has an expected value of zero is called a fair game. (Inigo et al., 203 C.E., Section 3.4.2)
For example an american roulette wheel with double zero is not a fair game.
In an american roulette with this characteristics we have the numbers from \(0\) to \(36\) plus \(00\).
Assume the american roulette is balanced, where all 38 outcomes are equally likely, and suppose you bet on a single number.
Suppose you bet \(1000\) on a number. In that case, the expected value is:
\[(1000 * 35) * (1 / 38) + (-1000) * (37 / 38) \approx -52.63\] Where:
In this sense, in the long run, your net gain is negative on average, approximately \(-52.63\). So this is not a fair game.
Definition 2 (Fair game in the sense of this class) A game that has an expected value of 43 is called a fair game in this class. This value corresponds to the minimum score necessary to obtain Matrícula de Honor according to (Umng, 2021, art. 95)
I assume that each student is equally capable to obtain a score of \(37\), \(42\) or \(50\) and that you can reach an agreement.
Then the conditional expected value assuming that you can reach an agreement is:
\[37 * (1 / 3) + 42 * (1 / 3) + 50 * (1 / 3) = 43\]
3 key questions and some answers based on the literature about negotiation
Be a consistent or adaptive negotiator?
What is said early in the negotiation is important?
Is more information always better?
To my family that supports me
To the taxpayers of Colombia and the UMNG students who pay my salary
To the Business Science and R4DS Online Learning communities where I learn R and \(\pi\)-thon
To the R Core Team, the creators of RStudio IDE, Positron, Quarto and the authors and maintainers of the packages tidyverse, gt and tinytex for allowing me to access these tools without paying for a license
The videos are in english and are recordings of the Three-Party Coalition Exercise simulation
For more information about active listening in the context of negotiation check out (PON Staff, 2020) where active listening was developed by (Rogers & Farson, 2015)